Upscale Brands Commercial Strategy Director

Job Summary

The Upscale Brands Commercial Strategy Director is a strategic individual contributor responsible for shaping and executing the commercial vision for Choice Hotels’ Upscale portfolio. This role partners across Centers of Excellence (COEs) including Sales, Loyalty, Paid Media, Digital Marketing, Revenue Management, and Analytics to drive incremental revenue and enhance the franchisee value proposition. The Director leads the development of annual and long-term commercial plans, oversees the technology and digital roadmap, and ensures alignment across internal teams and franchisees.

This role reports to the Senior Director, Upscale Commercial Performance and plays a critical role in influencing enterprise-wide initiatives.

• Lead the development and execution of immediate, intermediate, and long-term commercial strategies for the Upscale segment.
• Collaborate with COEs to identify performance gaps and implement targeted initiatives to improve revenue and franchisee outcomes.
• Oversee the strategic technology and digital roadmap in partnership with Technology and Ecommerce teams, including business case development.
• Own and communicate key commercial goals and performance metrics, leveraging data and analytics to inform decisions and drive alignment.
• Serve as a strategic advisor and advocate for the Upscale segment across the Choice enterprise, ensuring clear communication of priorities and progress.
• Manage departmental budgets and contribute to operational policy development as needed.

• Minimum of 10 years of relevant experience, preferably in hospitality or commercial functions such as sales, revenue management, or marketing.
• At least 5 years of experience in a corporate environment with demonstrated ability to influence across a matrixed organization.
• Proficiency in Microsoft Office Suite (Outlook, Word, Excel, PowerPoint).
• Experience with analytics platforms and reporting tools for data-driven decision-making.
• Familiarity with CRM systems, digital marketing tools, and ecommerce platforms is a plus.
• Strategic thinker with the ability to anticipate trends and translate insights into actionable plans.
• Strong leadership and communication skills with the ability to influence stakeholders at all levels.
• Proven ability to manage ambiguity and drive results in a fast-paced, matrixed environment.
• Excellent analytical, forecasting, and budget management capabilities.
• Bachelor’s degree required; advanced degree preferred, or equivalent combination of education and work experience.

The salary range for this position is $149,000 - $175,000 annually. In addition to the annual salary, this role is eligible for an annual bonus based on the terms of Choice's Management Incentive Plan (MIP). The pay range listed is for this position and is what Choice Hotels reasonably expects to pay. The range may be modified in the future. Compensation will be determined based on factors including education, qualifications, certifications, experience, skills, seniority, geographic location, performance, travel requirements, and business needs.

Candidates must reside in the Washington, D.C. metro area and commit to a hybrid work schedule consisting of four days per week onsite at our Pike & Rose headquarters in North Bethesda, Maryland, and one day working remotely from home.

Choice Hotels International, Inc. (NYSE: CHH), is one of the largest lodging franchisors in the world. We offer a range of high-quality lodging options and support our associates and franchisees worldwide.